Business and Money Tips

You know, people only take salespeople seriously when they think that the salesperson can really make a difference to their lives. Many salespeople are trained on how to ask questions to get the sale, but few are trained on how to ask 'Tough' questions that get you the sale immediately. In our sales training (eg  Selling Ice to the Eskimos  or  Winning Sales Strategies ), we often teach the following 3-stage questions: 1st stage: make a factual statement that can’t be refuted E.g. “Most sales staffs rarely meet the sales targets set for them by their company”; E.g. “Most businesses tend to do well in the initial years and falter as the years go by” 2nd stage: make a personal observation that reflects your experience and creates instant credibility E.g. “Experience from other companies has shown us that the reason for stagnant sales is not the competition but the lack of drive in the sales team.  Often the salespeople have little on-going training and most don't have their

To sell well in any market, the key is to ask and answer 5 questions well.  The 5 questions lead from one to the other.  Note that in this fast-paced business climate, you must be ready to be wrong and don't defend your answers if you think they're wrong.  Change your answers fast by taking the right action and you'll be on the road to success. The 5 Questions are: What is your Specialisation ?  Type of customer? Product or service?  Geographical area?  For us, we provide effective training on sales and management for companies in Singapore and the region.  Differentiation : How are your products and services different from others?  In what ways they are superior ?  For us, our training programs focus on easy to remember key points and practical issues.  In fact we don't train but coach people in our courses, leading to participants feeling their burden relieved.  Segmentation : What are your very best customers, the ones that appreciate your areas of specialisat